Sr. Growth Manager, Defense & National Security

Job Description

If you're experienced in closing deals across the defense and national security community and want to directly shape growth in a mission-driven organization, we'd love to connect!

Who we are:

• Fed Tech is a group of entrepreneurially minded people on a mission to unlock the benefits of technology.
• We believe in the value of deep tech and its positive impact on the world, aspiring to democratize access to it for entrepreneurs and professionals around the world.
• We are venture builders who thrive at the intersection of US entrepreneurship, breakthrough technologies, and mission-driven organizations.
• Since 2015, we have supported over 1,000 companies that have collectively raised more than $5B in funding, while also partnering with hundreds of corporate, government, and university clients.

What you'll do:

You will lead business development for Fed Tech's defense and national security portfolio, driving growth across the Department of Defense, Intelligence Community, and service-level innovation organizations. In this role, you will identify, shape, and close new business opportunities while owning the full business development lifecycle-from pipeline generation and opportunity capture to contract award. You'll also collaborate closely with cross-functional teams to develop winning strategies, deliver compelling proposals, and ensure successful execution throughout the sales process.

Typical functions include:

• Business Development and Sales
  • Manage and grow a portfolio of relationships across the defense and national security ecosystem, including key stakeholders within the Department of Defense, service branches (Army, Navy, Air Force, Space Force), and innovation-focused organizations such as DIU, AFWERX, and OSD R&E, as well as the broader intelligence community.
  • Identify, develop, and close new business opportunities, with a focus on building long-term customer relationships and generating new revenue streams for Fed Tech.
  • Expand Fed Tech's pipeline by leveraging both existing organizational relationships and independently developed connections within the defense and national security community.
  • Meet quarterly revenue and pipeline targets, with performance measured against defined business development objectives and key results.
  • Qualify and prioritize opportunities using structured evaluation criteria and maintain accurate, up-to-date records in CRM systems.
• Capture and Proposal Strategy
  • Lead capture efforts for federal opportunities, including RFPs and BAAs, from initial opportunity assessment through proposal submission.
  • Participate in key capture activities such as bid/no-bid decisions, teaming strategy, proposal development, pricing coordination, and submission planning in collaboration with internal stakeholders.
  • Build and manage strategic partnerships with prime contractors, federal integrators, and specialized firms to strengthen competitive positioning on major pursuits.
  • Contribute to the development and refinement of new service offerings within the defense and national security practice.
• Stakeholder and Account Management
  • Develop and maintain strong relationships with government agencies, prime contractors, venture partners, national laboratories, and other key organizations within the defense and national security ecosystem.
  • Collaborate closely with internal delivery teams to ensure alignment on account strategy, customer engagement, and post-award transition.
  • Represent Fed Tech at industry events, conferences, and government/defense innovation forums to strengthen visibility and partnerships.
  • Identify and support new growth opportunities that may evolve into recurring programs or long-term partnerships.

Successful candidates will have the following qualifications:

• 8+ years of business development, capture, or growth experience within defense, national security, or adjacent federal markets.
• Proven track record of winning and closing new business opportunities with the Department of Defense (DoD), Intelligence Community (IC), or related federal organizations.
• Strong understanding of the defense and national security innovation ecosystem, including SBIR/STTR, OTAs, BAAs, federal laboratories, major contract vehicles, and technology transition pathways.
• Experience leading the full business development lifecycle, from opportunity identification and capture strategy through proposal development, customer engagement, and contract award.
• Established relationships within the defense, national security, or federal innovation community, including organizations such as DIU, AFWERX, service innovation units, OSD R&E, federal laboratories, or IC innovation offices, are highly desirable.
• Strong communication, presentation, and stakeholder management skills, with the ability to engage senior government leaders and communicate complex technical, business, and contracting concepts.
• Ability to operate across multiple functions, including business development, partnerships, capture, proposals, and customer-facing engagements in a…